Project-based · Digital Thakur
A GTM playbook your team can execute on Monday, not a deck for the board.
Most GTM engagements end in a 60-slide deck that gets praised once and never opened again. This one ends in an operating document with named target accounts, tested messaging, a budget, and a week-by-week launch sequence.
Project-based · 4–6 weeks · includes follow-up sessions at day 30 and day 60
Scope and investment are agreed after we have spoken. You receive a written proposal — no standard package, no pressure.
Whether this is the right engagement
Right fit if
- You are launching a new product or a new market and the plan currently lives in the founder’s head.
- You are going from zero to your first ₹1Cr and guessing at channels.
- You are entering India from overseas, or leaving India for the US or Gulf.
- You pivoted and the old positioning no longer describes what you sell.
- Your sales team gives five different answers to "what do you do".
Wrong fit if
- You want a deck for a board meeting. This produces an operating document that is unglamorous to look at.
- You have not spoken to ten real customers yet. Do that first — I will send you the interview script for free, no engagement needed.
What you actually get
ICP and segmentation
Not "mid-market SaaS in India". A named list of target accounts with the trigger events that make them buyable.
Positioning and messaging
The category you compete in, the alternative you displace, and the three proof points. Written as language your team can say out loud.
Pricing and packaging
Recommendation with the reasoning, benchmarked against what your competitors actually charge in this market.
Channel plan with test budgets
Which three channels, in what order, with a 90-day budget per test and the kill criteria written in advance.
Competitive teardown
Their positioning, pricing, content, and where they are structurally weak.
Launch roadmap
Week by week, with owners. The document your team runs standups against.
Sales enablement
One-pager, objection handling, and a demo script — because a GTM strategy sales cannot execute is a hobby.
The work, broken down
Four workstreams run through the engagement. This is the full list of what happens inside each one.
Research and immersion
I talk to your customers, not just to you. This is the week that makes the rest defensible.
- Eight to twelve structured customer and prospect interviews
- Review of recorded sales calls and demos
- Win-loss analysis across recent closed and lost deals
- Competitive teardown: their positioning, pricing, content, and structural weak points
- Category and demand assessment — is anyone actually searching for this
Positioning and messaging
Language your team can say out loud, pressure-tested against the people who have to use it.
- Category definition and the alternative you displace
- ICP with named target accounts and the trigger events that make them buyable
- Segment-specific messaging for each buyer role in the committee
- Proof points mapped to each claim
- Objection map with responses drawn from real lost deals
- A working session where your sales team stress-tests all of it
Commercial model
What you charge, how you package it, and where you spend to acquire.
- Pricing and packaging recommendation, benchmarked against real competitor pricing in this market
- Discount policy and floor
- Channel selection with a ninety-day test budget for each
- Kill criteria written in advance so failing tests get shut down in weeks, not quarters
- Unit economics: target CAC, expected payback, and the assumptions behind both
Launch and enablement
The document your team runs standups against, plus the material sales needs to sell.
- Week-by-week launch roadmap with named owners
- Sales one-pager and pitch narrative
- Demo script and discovery question set
- Objection handling guide
- Full-day handover workshop with the whole team
- Check-in sessions at day 30 and day 60 to correct course against real results
How the engagement runs
Immerse
Customer interviews, sales call recordings, win-loss review, and your data. I talk to your customers, not just to you.
Position
Category, ICP, and messaging drafted and pressure-tested against your sales team in a working session.
Build
Pricing, channels, budgets, and the roadmap. Sales enablement material written.
Hand over
Full-day working session with your team. Then check-ins at day 30 and day 60 to correct course against real results.
What changes
- Everyone in the company gives the same answer to what you do and who it is for.
- A channel plan with pre-agreed kill criteria, so failing tests get shut down in weeks instead of quarters.
- Sales calls that start from a sharper premise.
- A document that is still being used in month six.
Questions people ask before signing
Can you do this in two weeks?
No. Customer interviews alone take a week to schedule and run, and skipping them is how you get a GTM strategy built on the founder’s assumptions.
Do you execute the plan afterwards?
Not inside this engagement. Some clients move into a Fractional CMO retainer afterwards, which is the natural next step, but there is no obligation and no discount pressure.
What if we disagree with the positioning?
Then we work it out in the week 2 session, which exists for exactly that. It is your company. My job is to make sure the disagreement is about evidence.
We are a services business, not SaaS. Does this apply?
Yes. Services businesses usually need it more, because the positioning is the product.
Start with a diagnosis, not a proposal.
Thirty minutes. Bring your numbers and your current plan. You will leave with a straight answer about whether this engagement solves your problem — including when the answer is no. A scoped written proposal follows within two working days.
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